{"id":371223,"date":"2024-07-31T17:09:22","date_gmt":"2024-07-31T20:09:22","guid":{"rendered":"https:\/\/anba.com.br\/?p=371223"},"modified":"2024-07-31T17:12:55","modified_gmt":"2024-07-31T20:12:55","slug":"neuroscience-can-steer-the-course-of-a-negotiation","status":"publish","type":"post","link":"https:\/\/anba.com.br\/en\/neuroscience-can-steer-the-course-of-a-negotiation\/","title":{"rendered":"Neuroscience can steer the course of a negotiation"},"content":{"rendered":"\n

S\u00e3o Paulo \u2013 Knowing about your interlocutor\u2019s culture and profile and controlling emotions can influence the results of a negotiation between sellers and buyers. These are some of the lessons from a neuroscience study presented by William Cerantola, a consultant in leadership and organizational communication and marketing, at the first lecture of the ABCC Connects, a project that\u2019ll monthly bring to the Arab-Brazilian Chamber of Commerce<\/strong> (ABCC<\/a>) guests from different fields of knowledge to talk to its members.<\/p>\n\n\n\n

Another lecture, presented by the head of the ABCC office in Dubai, United Arab Emirates, Rafael Solimeo, was titled \u201cLearn How to Negotiate with the Arab World\u201d. The two lectures were held on Wednesday (31) morning in the headquarters of the ABCC in S\u00e3o Paulo. In the \u201cNeurosciences Applied to Business\u201d lecture, Cerantola presented the neurosciences, a set of disciplines that study the nervous system and the relations between brain functions and mental processes.<\/p>\n\n\n\n

He noted that some companies decided to bring back their employees to their offices after the pandemic because the employees and consequently the companies themselves were starting to lose their corporate culture. And the culture is important to create codes of conduct that a group establishes with another group.<\/p>\n\n\n\n

Cerantola also explained that the emotional state of the people affects their decisions and the political context in which a negotiation can influence its course.<\/p>\n\n\n\n

\u201cWe have the ability to connect, to interact with people. But negotiating means understanding I have my preferences on how I like to position myself, but I have to understand the profile and abilities of my interlocutor. I may be very analytical, caring for data, evidence, to make a decision. But my interlocutor wants to establish a connection based on what they like, how they think, before talking business. If I don\u2019t notice that, I cross a line where I don\u2019t have this connection, I don\u2019t have empathy. That\u2019s why negotiation profiles are important,\u201d he said.<\/p>\n\n\n\n

Negotiating with Arabs<\/strong><\/h2>\n\n\n
\n
\"Rafael
Rafael Solimeo gave tips on what Arabs value most in a negotiation: Meeting eventual buyer or seller is essential<\/figcaption><\/figure>\n<\/div>\n\n\n

Rafael Solimeo presented the \u201cLearn How to Negotiate with Arabs\u201d lecture, which is also the central topic of the book he\u2019s launching. One of the first steps, he says, is breaking existing paradigms and beliefs in the Arab world.<\/p>\n\n\n\n

\u201cWhen we meet an Arab person, the first thing they say to us is assalam alaikum<\/em> [Arabic for \u2018peace be upon you\u2019]. By this, they mean to start a conversation wishing that God be with you. Always tell them that on any occasion,\u201d he said.<\/p>\n\n\n\n

Solimeo also mentioned different opportunities among the 22 Arab countries. Gulf states \u2013 Bahrain, Kuwait, Oman, Qatar, Saudi Arabia, and the UAE \u2013 are major global investors through their sovereign wealth funds. North Africa nations \u2013 Algeria, Comoro Islands, Djibouti. Egypt, Libya, Mauritania, Morocco, Somalia, Sudan, Tunisia \u2013 offer business opportunities. \u201cFor instance, Sudan has excellent areas for cotton planting,\u201d he said. Levant nations \u2013 Iraq, Jordan, Lebanon, Palestine, and Syria \u2013 are where most Arabs and descendants living in Brazil are from.<\/p>\n\n\n\n

Solimeo also spoke about halal, which means fit for Muslim consumption and offer opportunities in industries such as tourism and food.<\/p>\n\n\n\n

He mentioned adapting products may be necessary, and cultural-wise, he added one should not arrive early to a meeting, explaining that Arabs take their time to close a deal, and before talking goods or prices, they want to meet their eventual trade partner. They take long to negotiate but are loyal. \u201cThey won\u2019t replace you because of cents. For the Arabs, reputation is everything,\u201d he said.<\/p>\n\n\n\n

Participating in the meeting were ABCC president Osmar Chohfi and communication and marketing vice president Silvia Antibas, board members, directors, and guests and representatives from member companies.<\/p>\n\n\n\n

Read more:
Arab presence in trade shows in Brazil grows<\/a><\/p>\n\n\n\n

Translated by Guilherme Miranda<\/strong><\/p>\n

Marcelo Brammer\/Arab-Brazilian Chamber<\/div>
Marcelo Brammer\/Arab-Brazilian Chamber<\/div>","protected":false},"excerpt":{"rendered":"

\u201cNeurosciences applied to business\u201d and \u201cLearn how to negotiate with the Arab world\u201d kicked off the ABCC Connects, a lecture series to debate topics that are key to success in business.<\/p>\n","protected":false},"author":2317,"featured_media":371203,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[46537],"tags":[48399,48478,9534,50384,2944,26555,50385,9595,1810,9579],"class_list":{"0":"post-371223","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-arab-brazilian-chamber","8":"tag-arab-2","9":"tag-arab-brazilian-chamber-of-commerce-2","10":"tag-brazil-en","11":"tag-business-2","12":"tag-companies","13":"tag-dubai-en-2","14":"tag-neurosciences","15":"tag-saudi-arabia-en","16":"tag-trade","17":"tag-uae-en"},"wps_subtitle":"\u201cNeurosciences applied to business\u201d and \u201cLearn how to negotiate with the Arab world\u201d kicked off the ABCC Connects, a lecture series to debate topics that are key to success in business.","_links":{"self":[{"href":"https:\/\/anba.com.br\/en\/wp-json\/wp\/v2\/posts\/371223","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/anba.com.br\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/anba.com.br\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/anba.com.br\/en\/wp-json\/wp\/v2\/users\/2317"}],"replies":[{"embeddable":true,"href":"https:\/\/anba.com.br\/en\/wp-json\/wp\/v2\/comments?post=371223"}],"version-history":[{"count":0,"href":"https:\/\/anba.com.br\/en\/wp-json\/wp\/v2\/posts\/371223\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/anba.com.br\/en\/wp-json\/wp\/v2\/media\/371203"}],"wp:attachment":[{"href":"https:\/\/anba.com.br\/en\/wp-json\/wp\/v2\/media?parent=371223"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/anba.com.br\/en\/wp-json\/wp\/v2\/categories?post=371223"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/anba.com.br\/en\/wp-json\/wp\/v2\/tags?post=371223"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}